I came across some research on sales motivation which seems to shed some further light on why it is important to use programs which are culturally specific to your sales…
The reality is that most sales managers do not spend enough time with their staff in a coaching capacity. Providing constant feedback and being a role model who demonstrates the…
Giving away the margin and undercutting your prices because you can’t say ‘NO’ is no good for anyone. It devalues you, your product, and your market. If done on mass…
Clients don’t expect to be coerced, bullied, tricked or intimidated into buying. They don’t expect to be treated like an idiot by sales people who just talk at them and…
How well did your last sales call go? Did you achieve what you set out to achieve? Do you know what your next course of action will be with that…
How many of us have been in business for a while and things have been going along smoothly, sales coming in, customers are happy. Then you notice that you are…
Have you ever sat through a pointless meeting and calculated how much of the company’s money was being wasted on individuals sitting around a table completely zoned out? Sales meetings…
I confess, like most sales people I do not like – no I hate – paperwork and administration, because in my experience most of it is unnecessary. Aggh! I hear…
The 20th century approach of one-upmanship, although still encouraged by many traditional sales managers, seems to be slowly retreating into the shadows of the past as crude and old-fashioned. Polar…
Ever had some customers who spend very little with you but take up enormous amounts of your time? Nothing’s ever right, they quibble about every cent and they do not…
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